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In order to sell their products, build and keep relationships with customers, salespeople have to use various influence strategies and tactics. These strategies and tactics have been discussed in the sales and marketing literature.
Your brief is to:
Provide a detailed literature review of the various types of strategies and tactics used by salespeople to influence customers
Evaluate the effectiveness of these strategies and tactics.
Discuss the psychological outcomes (on sales people as well as on customers) associated with the use of the various tactics and strategies
Under what conditions are these strategies likely to be more or less effective? In essence, what factors moderate the impact of these tactics and strategies?
Provide arguments for at least one new hypothesis that has not been tested in the literature. This hypothesis should relate to a moderator of the impact of influence tactics or strategies OR a determinant of influence tactics used by salespeople.
Provide a conceptual model detailing your findings.
A report should not exceed Eight double spaced pages, excluding appendices and references, table of content & an outline.
Assessment criteria
The criteria used to assess your report and presentation will be as follows:
Report (Document)
Use of academic concepts and theories (40%)
The extent to which academic materials have been incorporated
Depth of reading and application
Relevance of the content
Structure and clarity of presentation (20%)
The logic and rationale for the adopted structure
The clarity of the points made
Correct use of referencing style (APA Referencing Style)
Quality of reflection, interpretation and evaluation (40%)
Breadth and depth of issues analysed
Logical reasoning, analysis and debate
Quality and depth of appraisal and interpretation of academic materials
Originality and use of initiative
Avoid Plagiarism
Provide exact pages used from journals
Provide table of content
Provide an outline
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